Recently I came across Gartner research on effective sales interactions guide (available here), I decided to write my thoughts on sales and elaborate on the subject that sales, marketing and company strategy is continuously evolving.
There are plenty of articles and for sure we have heard that business is an ongoing process that changes and we have to adjust our practices in order to remain in the business also tomorrow. Or in other words, the one will survive who is changing as said by famous Latvian writer Rainis. However I hear a lot from CEOs of SMEs who are in business of selling that they know their customers, they know what customer wants and that they have their best practices in place. In many cases practices means having not so impressive sales presentation, lousy company web site (that was updated couple years ago) and vague online presence – having Twitter or Facebook account without an administration. In these cases it seems that knowledge of customer is based on the prejudice and own beliefs of the world out there that it is not necessary true.
Continue reading “Selling learning curve and Today’s challenges”
Recently, Harvard Business Review published an article on Engineering Reverse Innovations that highlights the idea of designing products and services in developing economies and after exports them to developed countries. Article is definetaly worth reading not only if you are thinking about bringing products and services to the the developing world but also may help to enter markets relatively new markets of European Union where purchasing power is not still as strong as in old Europe. Authors of the article mention few traps and design principles to avoid those however I want to add my thoughts on topics that relate but were not covered by article.
Continue reading “Importance of breaking out of mental traps”
Recently I have come across many (not saying a lot) articles and heard people complaining about loosing out on deals and business in general due to a fact that someone has ‘stolen their industry’ or ‘their business model’. It seems that people are looking more for the ones to be blamed forgetting that also at the time when they started their businesses probably someone felt the same about them. But the purpose of this blog is not to justify anyone, just to impose probably retorical question – do you really think that once you have your business running, you own something more than profits earned (apart from assets)? The short answer would be – ‘No’.
Continue reading “Counting Losses and Forgetting About Wins”
In highly competitive markets core competence is the central concept for corporate strategy. Core competences means particular skill or competence of a company that is fundamental to its business success, for example, McDonald’s probably has a skill in real estate management that allows company to locate their restaurants in the most densely populated areas. Or Lattelecom probably has a core competence in financing and monetizing infrastructure that leads to sustainable competitive advantage.
Continue reading “The concept of core competences and how they might be measured”